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Structure Rewards Correctly

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When thinking about building business in the new year, many business owners will consider tinkering with the compensation structures offered to their sales people.  However, there are some caveats to consider when planning how to best create a successful reward and incentive plan that motivates salespeople.  Being ignorant of these warning can lead to less […] [Read More]

Holiday Hints

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This time of the year presents some interesting decisions for businesses to make in terms of what to acknowledge, say, leverage, or ignore.  With so many different constituencies to consider (employees, customers, suppliers, and even competitors), the holidays are fraught with opportunities to stumble.  Employees Employees often come to expect that they will be recognized during […] [Read More]

RFPs are an Invitation to Failure

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It is no surprise to any B-toB (business to business) professional that the business is becoming more competitive and that opportunities are harder to come by with each passing year. So, it is understandable that when the mail brings a solicitation to respond to an RFP (Request for Proposal), that many pounce at the chance to […] [Read More]
Categories: General

So You Are A CEO – Now What?

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Corporate employees making the transition to being self-employed due to layoffs, following their passions or dreams, starting a new business in their spare time to supplement their income, or for any other reason will often take great pride in referring to themselves as the “CEO” of a business. With visions of grandeur dancing in their […] [Read More]

Three Ms

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Melvin Cooper, Mensch, Mentor, Leadership, Love, Business, Lessons, Malloy, Jeffrey Butler [Read More]
Categories: General

Slow Down to Go Fast

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Customers attending any industry conference, trade show, networking event or even a sales presentation are often wise to arrive in battle armor. Sales people seem to have become increasingly aggressive about their approaches. It is as if the collateral damage they leave in their wake is inconsequential because they have been told that sales is […] [Read More]

Are the Daily Deal Discount Sites Worth it?

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During the recession, many of us discovered and began to use services that offered large discounts for restaurants, retailers, service providers, etc through website offers. In some instances, the discounts were limited to only the first “x” users who consented to pay upfront through the website offering. The frequently mentioned sites are; GroupOn, LivingSocial, and […] [Read More]

It Starts With the Customer

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The experience is one that gets replayed over and over in homes, offices, and anywhere your cell phone is turned on.  You are busy focused on one task or another and the ring of your phone interrupts your train of thought.  In fact, as I am writing this article, a series of calls came in […] [Read More]

A Searing Pain

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Using the benefit of the Columbus Day holiday, I went in search of a vacuum in the hopes of finding a sale on home appliances at local retailers. I was in a buying mode, and really did not want to wait for a delivery to arrive with my vacuum in a few days after placing […] [Read More]

Best Practices Are Not

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In speaking with clients there is a pervasive theme that many seem to subscribe to in setting goals, strategies, and objectives. The ‘holy grail’ for these clients is the determination and definition of industry, “best practices.” Unfortunately, aspiring to incorporating the industry’s best practices is a losing strategy that is focused on the wrong basis […] [Read More]